First, how do not be troubled by the "price" problem?
Price negotiation is a university, and the guide staff meet every day. The following aspects should be paid attention to in dealing with the problem of price negotiation.
1. Do not be intimidated by customers' buying habits
As the saying goes "the buyer the seller did not fine, customers do not know the price included in the cost and profits and other factors, in order not to lose will greatly bargain, no matter what the guide said, are" too expensive "turned back, it has become a consumer habits, not to be intimidated by this guide habits of customers.
2. Do not complain about the customer's free price
Some shopping guides complain that customers will complain at random, but consumers do not know the bottom line and the cost baseline. They do not blame. It is not the consumer's fault to casually bargain.
3, improve the ability to deal with the price and increase the confidence of the price
The ability to deal with the price is the important ability that the guide staff should have. The guide purchase should clear the value of the product price, understand the selling point, advantage and difference of the product, and have confidence in the price of the product. The price confidence comes from three comparisons.
One is compared with the cost of the product;
The two is to compare with the products of their counterparts.
The three is to compare the hardware, software, service attitude and product quality.
Two, how to make the customer feel "not expensive"?
The ears, seeing is believing, it is really worth the value. What customers believe most is their eyes, so a product wants to sell a good price and let the customer feel "value".
1. Let the shop look "value"
Let the store looks "value" in the following aspects: first, to place the decoration of shops; door clean, neat and clean and store shelves to guide the positive mental outlook.
How to make the store look "value":
The head of a good image;
The door is clean and tidy;
(3) the spirit of shopping guide is positive.
2. Let the shopping guide look "value"
Let the shopping guide look "value" in two aspects:
First, the spirit of the shopping guide is good.
Second, the degree of specialization of guide purchase is high.
For specialization, the form is more important than the content. The customer will judge whether the purchase is professional, and it will be examined from the aspects of appearance, dress, prop, speech, and smile.
3. Let the display look "value"
The display of the product is a university question, and the display emphasizes "vividness". Display skills also includes the use of lighting, POP posters, using Duitou use, and the use of props Nakajima element foil.
4. Let the props look "value"
The guide purchase should learn to use prop marketing, that is, using the corresponding props to set off and prove the value of the product. The props include the product handbook, the customer's message and the praise letter and so on.
5. Let the speech sound "value"
The marketing of words is very important. "Special, excellent, profit and proof" is a common method in the marketing of words.
Three, price coping strategy
1, the price must be satisfied with you
When the customer is just in contact with the purchase, the product is not very well understood. When the price is discussed with the guide, the guide can use this sentence.
When customers see the price tag still ask price guide, customers feel that the product price is a little expensive, to guide and check if the guide to answer the price, it is not a scientific approach. Shopping guide should say "price will satisfy you", so the advantage of this answer is that customers will not continue to negotiate with buyers because of price problems. As the demand for the product becomes stronger and stronger, the sensitivity to the price will decline.
2., making value molding
The more successful the value is, the higher the customer's satisfaction, the greater the possibility of a deal. Guided by value creation, shopping guide can increase the selling points of products, use information or other factors or other factors to add products, such as advanced technology, CCTV list brands, etc., telling customers that products are worth the price.
3, rhythm control
When buying a price to negotiate with a customer, you must not be in a hurry. For example, the price of the product is 180 yuan, and the final price can be reduced to 150 yuan. The guide purchase can be divided into three gradient prices: 175 yuan, 160 yuan, and 155 yuan. In the beginning, the concession can be a little bigger, and then the concession is getting smaller and smaller, and the rhythm of the concession is well mastered.
Every time a shopping guide makes a small step, it must put forward corresponding conditions, for example, it can ask customers to come often or introduce other consumers, and every time they give up a small step, they must fight to the death and not allow customers to feel that there is still room for bargaining.
4, let the customer see the effort
If customers feel that shopping guides are very relaxed in price concessions, they will further negotiate with the shopping guide. Therefore, when negotiating prices, shopping guides should make customers feel that they have tried their best by means of language, expression and body movements.
Four. How to solve the five kind of price disagreement
First class: approval of the product, but the price is too high
Some customers approve of the product, but insist that the price is too high. In fact, in essence, the product is "expensive" is the problem of "value is not worth". Therefore, when meeting this objection, the guide purchase is to make the value mold, let the customer feel that the product has a selling point. If the value is made, customers still feel the price of the product is high, and the purchase can give customers some small gifts or other services.
The second category: picky products, compared with other products
If the customer is always picky about the product, it shows that he belongs to the analysis type, and the guide buy the fact, the reason, the reference data and the full communication with the customer at this time. When customers compare products with other brands